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The Truth about negotiations

Author: Thompson, Leigh Series: Truth about series Publisher: Pearson Education, 2008.Language: EnglishDescription: 212 p. ; 22 cm.ISBN: 9780273715313Type of document: BookBibliography/Index: Includes bibliographical references
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HD6952 .T46 2008
(Browse shelf)
001257342
Available 001257342
Total holds: 0

Includes bibliographical references

Digitized

The Truth About Negotiations You May Want To Make The First Offer Contents Introduction ........................................................................................ vii TRUTH 1: If you have only one hour to prepare .................................................. 1 TRUTH 2: Negotiation: A natural gift? ................................................................. 5 TRUTH 3. Rehearsal might get you to Carnegie, but it won't help you negotiate .............................................................................. 7 TRUTH 4: The power of making the first offer.................................................... 11 TRUTH 5: What if you don't make the first offer? .............................................. 15 TRUTH 6: Don't be a tough or a nice negotiator ................................................ 19 TRUTH 7: Four sand traps in the golf game of negotiation................................ 23 TRUTH 8: Your industry is unique (and other myths) ......................................... 27 TRUTH 9: Identify your BATNA .......................................................................... 31 TRUTH 10: It's alive! Constantly improve your BATNA ...................................... 35 TRUTH 11: Don't reveal your BATNA ............................................................... 39 TRUTH 12: Don't lie about your BATNA ........................................................... 43 TRUTH 13: Signal your BATNA ......................................................................... 47 TRUTH 14: Research the other party's BATNA.................................................. 51 TRUTH 15: Develop your reservation price ........................................................ 53 TRUTH 16: Beware of ZOPA myopia.................................................................. 57 TRUTH 17: Set optimistic but realistic aspirations ............................................. 61 TRUTH 18: Plan your concessions .................................................................... 65 TRUTH 19: Be aware of the "even-split" ploy ..................................................... 69 TRUTH 20: The pregame................................................................................... 73 TRUTH 21: The game......................................................................................... 77 TRUTH 22: The postgame.................................................................................. 81 TRUTH 23: What does "win-win" really mean?.................................................. 85 TRUTH 24: Satisficing versus optimizing............................................................ 89 TRUTH 25: There are really only two kinds of negotiations ............................... 93 TRUTH 26: Ask triple-I questions........................................................................ 97 TRUTH 27: Reveal your interests ..................................................................... 101 TRUTH 28: Negotiate issues simultaneously, not sequentially ........................ 105 TRUTH 29: Logrolling (I scratch your back, you scratch mine) ........................ 109 TRUTH 30: Make multiple offers of equivalent value simultaneously............... 113 TRUTH 31: Postsettlement settlements............................................................ 117 TRUTH 32: Contingent agreements ................................................................. 121 TRUTH 33: Are you an enlightened negotiator? .............................................. 125 TRUTH 34: The reciprocity principle................................................................. 129 TRUTH 35: The reinforcement principle............................................................ 133 TRUTH 36: The similarity principle................................................................... 137 TRUTH 37: Know when to drop an anchor...................................................... 141 TRUTH 38: The framing effect......................................................................... 145 TRUTH 39: Responding to temper tantrums ................................................... 149 TRUTH 40: What's your sign? (Know your disputing style).............................. 151 TRUTH 41: Using power responsibly .............................................................. 155 TRUTH 42: Saving face .................................................................................. 157 TRUTH 43: How to negotiate with someone you hate..................................... 161 TRUTH 44: How to negotiate with someone you love...................................... 165 TRUTH 45: Building the winning negotiation team........................................... 169 TRUTH 46: What if they arrive with a team? ................................................... 173 TRUTH 47: Of men, women, and pie-slicing ................................................... 177 TRUTH 48: Know why the fish swim................................................................ 181 TRUTH 49: It does not make sense to always get to the point... .................... 185 TRUTH 50: Negotiating on the phone ............................................................. 189 TRUTH 51: Your reputation.............................................................................. 193 TRUTH 52: Building trust ................................................................................ 197 TRUTH 53: Repairing broken trust .................................................................. 201 References .................................................................................... 205 Acknowledgments ......................................................................... 211 About the Author ........................................................................... 212

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